DEALER RELATIONSHIP

It has extensive Distribution Network

Categories:-

Exclusive Dealer outlets

• Corner
• Point
• Zone
Organized Multi- Brand retail- They have capacity for bulk purchases
Unorganized Multi-Brand retail – Will buy limited types and number of units.

Factors affecting dealers target sales:-

1. Type of outlet
2. Number of years in Operations
3. Location based factors.
ISSUES WITH CURRENT RETAIL

1. Margins are granted only if the targets are met.

2. Sales manger’s role was low in direct dealer outlets.
3. For multi-brand outlets, marginal role of sales manager in incentivizing retailers.
4. POS facility only available for Zone outlets.

Measures

1. Provide margins to dealers in incremental basis.

2. The role of the sales officer should be increased with special focus on unorganized
multi-brand retail segment.
3. Proper training of dealer staffs.
4. Create a market-model based app for Apollo tires.
5. Loyalty rewards – added accessories.